Great Sales People are Real Go-Givers

In the book “The Go-Giver” Bob Burg and John David Mann tell the tale of a go-getter named Joe who wonders why the harder he works the further away he seems to be from achieving his goals. In the end he discovers that success comes from shifting his focus from getting to giving.

In this edition of BTalk I talk to Bob Burg about the book, and its follow-up “Go Givers Sell More”. He explains why it is so important to remember in sales that it’s not all about you, and why you shouldn’t fall in love with your product. Some of it sounds counter-intuitive until you think about it a little more.

We also discuss the five aspects of value — excellence, consistency, attention, empathy and appreciation. Are they words you’d use to describe the way you sell?

Download the first chapter of both books at burg.com.

First published on CBS News

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